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Tuesday, 14th October 2008

Blinded by Anger or Feeling the Love: How Emotions Influence Advice Taking

Blinded by Anger or Feeling the Love: How Emotions Influence Advice Taking (PDF; 159 KB)
Source: Maurice Schweitzer, Wharton School, University of Pennsylvania & Francesca Gino of Carnegie Mellon University (via Knowledge@Wharton)

Across two experiments, we demonstrate that emotional states influence how receptive people are to advice. We focus on incidental emotions, emotions triggered by a prior experience that is irrelevant to the current situation. We find that people who feel incidental gratitude are more trusting and more receptive to advice than are people in a neutral emotional state, and that people in a neutral state are more trusting and more receptive to advice than are people who feel incidental anger. In our setting, greater receptivity to advice increased judgment accuracy. People who felt incidental gratitude were more accurate than were people in a neutral state, and people in a neutral state were more accurate than were people who felt incidental anger. Our results offer insight into how people use advice, and identify conditions under which leaders, policy makers, and advisors may be particularly influential.

See: 'Feeling the Love' (or Anger): How Emotions Can Distort the Way We Respond to Advice (Knowledge@Wharton)


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